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FAST FACTSFAST FACTSYumaVision CenterYuma Vision Center —Yuma, AZType of Business:Optometry CenterOwners:Dr. Tom Determan,Dr. Stephen SpencerAddress:275 W. 28th Street,Yuma, AZPhone:(928) 782-7557Website:www.yumavision.comBusiness Began: 1993Employees at Startup: 5Employees in 2010: 18First Year Revenue: 650,000Revenue in 2010: 1.6 millionStartup Capital: 100,000Source of Initial Capital: 95,000Bank Loan, 5,000 Owner EquityIntelligence Communications& Engineering, Inc.—Sierra Vista, AZDr. Tom Determan (seated, left), Dr. Stephen Spencer(seated, right) and the Yuma Vision Center team.Dr. Tom Determan and Dr. Steve Spencersaw a clear need for optometry and ophthalmologyservices in their area, so they joined forces to formYuma Vision Center.At the suggestion of a Phoenix-based surgicalgroup that they belonged to, Determan and Spenceropened a joint practice in Yuma in 1993 thatincluded space for a part-time surgery center. For15 years, their surgical partners travelled to Yumato conduct cataract surgeries in a neighboring suite.Determan and Spencer knew that they needed alarger facility with a full-time ophthalmologist on site.“In 2008, we designed and built a newfacility and helped recruit a full-time independentophthalmologist to work in our building,” Determansaid. “We went from 3,400 to 8,000 square feetand now have a surgeon full-time, as opposed tohaving one come in two to three times a month.”According to Determan, the Arizona WesternCollege SBDC and Center Director RandyNelson were critical to the successful expansion ofYuma Vision Center.“We started working with the SBDC in 2005 tolearn how to understand profit and loss better,” heexplained. “We were trained to be optometrists, notbusiness owners, and they helped us understandour business better.”“Randy showed us that, financially, we couldhandle a bigger space,” Determan said. “Hehelped us get the information that we neededfor our first business plan and helped with ourpresentation to a local bank. It was a successfulpresentation.”“Now the SBDC is working with us on our weband social media presence,” he added.Determan and his partner get the mostsatisfaction from helping patients and from beingpart of the community. “We have 16 employeeson staff and half of them have been with us for 10years or longer” he said. “We’re proud to be alocal ‘mom and pop’ business, instead of a chain.”Determan encourages new business owners toutilize all of the resources that are available tothem. “I didn’t realize that the SBDC had all of thetools that they do,” he explained. “There’s a bigdifference between knowing eye care and knowingthe eye business. Experts like the SBDC can helpyou make the transition as smooth as possible.”Edward Molina and his partners DannyAvant, Dave Olson and Mel Albert includedthe 2008 Presidential Election in the businessplan for their new Sierra Vista business, ICE, Inc.(which stands for Intelligence, Communications andEngineering services).“We could see the handwriting on the wall andwe figured that there would be reduced militaryspending,” Molina explained, “but we also knew thatthe Department of Defense needs better intelligenceand communications, even during a down-sizing.”All four partners were retired Army Veterans whoknew the Sierra Vista area as the home of FortHuachuca. “We knew the customer base and themission,” Molina said. They founded ICE, Inc. in2007.The company’s first break came when they obtainedtwo small sub-contracts. Two contracts grew to fourand ICE began to establish a presence as a qualityservice provider.The group sought finance and accountingassistance from the Cochise College SmallBusiness Development Center early in theirlifecycle. ”Our business received cogent advise,counsel and training from the SBDC,” Molina said.“They helped us create our original accountingsystem.”The partners take pride in owning a business thatprovides jobs in the community. “All four of us areVeterans with a lot of experience in intelligenceand communications,” Molina said. “We all stillhave a strong sense of mission accomplishment andsupporting the military is big for us. We have a strongbond with them and we know how to provide supportto what they do.”The company’s core values are Integrity,Commitment and Excellence (also ICE) which, thefour owners stress, “form the basis of all of ouroperations.”Today, ICE has 70 employees, offices in SierraVista, Augusta, GA and Omaha, NE and a clientlist that includes the Departments of Defense, Justiceand Homeland Security. ICE also has a commercialdivision that provides IT services to small and mid-sizebusinesses in Sierra Vista and Bisbee.“Danny, Dave, Mel and I knew not to put all of oureggs in one basket because of the economy,” saidMolina, emphasizing that building their business wasAddress:500 E. Fry Blvd, Suite M-14,Sierra Vista, AZ 85635Phone:(520) 458-4321Website:www.iceinc-ps.comBusiness Began: 2007Employees at Startup: 2ICE Owners (left to right): Danny Avant, Dave Olson,Mel Albert, Edward MolinaEmployees in 2010: 70a true team effort that drew on the talents that all fourmen had to offer.Their advice for aspiring entrepreneurs? “Youhave to prepare a good business plan, have a goodbusiness strategy and really identify your market,”Molina said on behalf of the partners.Revenue in 2010: 8,676,440FAST FACTSStudio 3 Beauty DesignsOwner:Shannon ZeluffAddress:1891 N. Trekell Rd.Casa Grande, AZ.Phone:(520) ss Began: 2006Employees at Startup: 1Owner Shannon Zeluff (front, right) and theStudio 3 Beauty Designs teamFirst Year Revenue: 46,000SBDC Counselor:Jim RhodesCentral Arizona College SBDC(520) 494-66106Diablo Burger—Flagstaff, AZ—Casa Grande, AZType of Business:Service BusinessStartup Capital: 5,400Source of Initial Capital: CreditCards and Personal CashFirst Year Revenue: 693,306Startup Capital: 200,000Source of Initial Capital: OwnerInvestmentsSBDC Counselor:Mark SchmittCochise College SBDC(800) 966-7943, ext 5478FAST FACTSStudio 3 BeautyDesignsRevenue in 2010: 117,000Type of Business:Professional ServicesOwners:Edward Molina; Melvin Albert;David Olson; Danny AvantSBDC Counselor:Randall NelsonArizona Western College SBDC(928) 317-6151Employees in 2010: 3ICE, Inc.When Shannon Zeluff opened Studio 3Beauty Designs in Casa Grande in 2008, herdreams were bigger than the 600 square feet thatshe started with.“I had worked at salons here and in Phoenix,and what I started with was a small version of abigger dream,” she said. “It was just a little studio,but I wanted to create a different environment.”Zeluff now owns an award-winning 1,000square foot operation that better reflects the beautysalon business she envisioned. It boasts threestations, three stylists and a front desk associate.The salon has a regional year-round customerbase, seasonal customers who visit from all overthe world and a new nail studio that is bookedweeks in advance. An aesthetics studio will beadded later this year.Years of working in the service industry taughtZeluff that “when you treat the people you dobusiness with as if they are guests in your home,they will trust you to care for their family andfriends”.“It’s just grown like a weed,” she said of herbusiness. “It became an entity of its own and tookoff.” Success encouraged Zeluff to convert herteam from independent contractors to employeesin January.Zeluff credits Central Arizona College SBDCCenter Director Jim Rhodes with guiding herthrough her first year of operation. “When you firstopen, nobody gives you a book to tell you whatto do,” she explained. “You can feel a little lost. Ididn’t know the steps to take or the direction that Ishould be going in.”Zeluff started at the SBA office in Phoenix, whichreferred her to Rhodes. “He’s been instrumentalin the growth and success that I’ve had,” shesaid. “If I ever had an idea I would run it by Jim,and he would always hold me accountable tomyself for the decision. He really made me thinkabout things, like planning out your decisions andsurrounding yourself with a ‘vital factor team,’which is people who know your dreams and goalsand will be honest with you.”“Just knowing I have that resource with Jim is anamazing feeling,” she added. “He’s always just anemail or phone call away. It’s wonderful to havethat professional feedback.”“You always have a little doubt when you firststart out,” Zeluff said about her salon’s quicksuccess. You really want your business to workand, when it does, it’s a little surprising. You think‘I did it!’ and it gives you confidence.”Zeluff’s advice to aspiring new business owners?“Follow your dreams and get in touch with the SBAand the SBDC,” she said. “Those who don’t plan,plan to fail. You have to put it down on paperto see it clearly, so you can plan better and beprepared for the pitfalls. Your heart has to be in it.”“I’m very excited and honored that thecommunity has supported my business,” sheadded. “It validates the dreams that I had in thebeginning.”Diablo BurgerType of Business:RestaurantOwner:Derrick WidmarkWhen Diablo Burger owner Derrick Widmarkserves up Flagstaff’s best burger, it’s with a taste oflocal ranch history and a heaping helping of supportfor community businesses.Diablo Burger burgers are made from 100%local, open range-raised antibiotic and hormone-freebeef that is raised on the two Diablo Trust ranches,the Flying M and the Bar T Bar. Both ranches havebeen in operation in northern Arizona since the late1800’s. The Diablo Trust was started in 1993 by theirowners to promote healthy ranchlands, environmentalprotection and wildlife management.Diablo Burger was started by first-time businessowner Widmark in 2009 in line with the goals of theDiablo Trust. “Diablo Burger was developed with theclear mission of supporting local, family-owned farmsand ranches and to help enhance that connectionbetween the community and the healthy, productiveworking landscapes of the West through gastronomy,”Widmark said.“That’s just a fancy word for cheeseburger,” headded.Widmark felt strongly that Flagstaff was ideallysuited to support a ‘local food-based burger joint’.Most of the produce used at Diablo Burger is alsofrom local farms. Ingredients that are not availablelocally are purchased from family-owned Westernproducers whenever possible.Widmark credits Annette Zinky and theCoconino Community College Small BusinessDevelopment Center with playing an instrumentalrole in Diablo Burger’s development. “Annette askedall the tough questions and made us work diligentlyto develop a business plan that was robust, thatprepared us to make inevitable adjustments and thatcreated a solid foundation for us to start this business— in what turned out to be a very challengingeconomic climate.”Diablo Burger was voted 2009 and 2010 ‘BestBurger in Flagstaff’ by Arizona Daily Sun readersand named ‘Best Burger in Arizona’ by USA Today.Diablo Burger has also been featured in the ArizonaRepublic, Mountain Living magazine and otherpublications for its outstanding food and businesspractices.Widmark enjoys the interactions that a trulycommunity-based business offers. “Diablo Burgerbenefits from the unusually high enthusiasm levelof our customers, which affects our employees, ourinvestors and the entire energy around this business ina very positive way. That makes a big difference onceyou get past the ‘honeymoon phase’ of opening yourAddress:120 N Leroux St # 112Flagstaff, AZ 86001Phone:(928) 774-3274Website:www.diabloburger.comBusiness Began: 2009Diablo Burger owner Derrick Widmardoors for business.”Diablo Burger’s success has reinforced two veryimportant life lessons for Widmark. “You cannotplease everyone, so don’t even bother trying,” henoted. “In that spirit, we have a small menu and wetry to do a handful of things as well as they can bedone.”“The second lesson is this: If you work on behalf ofsomething that is bigger than your own success, yourchances of success are actually higher than if you’rejust looking out for yourself.”Employees at Startup: 15Employees in 2010: 15First Year Revenue: 480,000Revenue in 2010: 573,000Startup Capital: 150,000Source of Initial Capital: PrivateInvestmentSBDC Counselor:Annette ZinkyCoconino Community CollegeSBDC(928) 526-76537

Helping Small Businesses Succeed Throughout Arizona1614Northland Pioneer College SBDCShow Low; also Eagar (2)(928) 532-6170Tracy Mancuso, Center DirectorWinner: Whiteriver ConstructionCoconino Community College SBDCFlagstaff; also Page (5), Sedona (21)(928) 526-7653Kurt Haskell, Center DirectorWinner: Diablo BurgerPage589SMALL BUSINESS DEVELOPMENT CENTERS15State Office - Tempe, AZJanice C. Washington, CPA, State DirectorSMALL BUSINESS DEVELOPMENT CENTERS(480) 731-8720MOHAVE COMMUNITY COLLEGE SBDCMohave Community College SBDCKingman(928) 757-0894Kelley Keffer-Marsh, Center DirectorWinner: Physicians Weight Management Centers24 Locations Statewide206Yavapai College SBDCPrescott; also Camp Verde (23), Clarkdale (22), Sedona (21)(928) 776-2008Rick Marcum, Center DirectorWinner: Infamous NetworkMaster Award Winner: Guidance Aviation, Inc.4KingmanFlagstaff409315Clarkdale2040Gila Community College SBDCPayson; also Globe (7), San Carlos (8)(928) 468-8039Ron Nielsen, Center DirectorWinner: Dream Manor Inn9321 Sedona23SMALL BUSINESS DEVELOPMENT CENTERSMARICOPA COMMUNITY COLLEGES SBDC18136095Surprise109Arizona Western College SBDCYuma(928) 317-6151Randall Nelson, Center DirectorWinner: Yuma Vision CenterPhoenix8YumaShow LowEagarScottsdale11 1460712GlobeMesa8San Carlos60187019Queen CreekCasa Grande101719110317SMALL BUSINESS DEVELOPMENT CENTERSMICROBUSINESS ADVANCEMENT CENTER SBDCMicrobusiness Advancement Center SBDCTucson(520) 620-1241Tom Shambo, Center DirectorWinners: NEET, Restor-To-Nu9019Cochise College SBDCSierra Vista(520) 515-5478Mark Schmitt, Center DirectorWinner: ICE, nEastern Arizona College SBDCThatcher; also Morenci (10)(928) 428-8590Kevin Peck, Center DirectorWinner: Vining Funeral Home9191242608712416260Camp Verde PaysonTempeCentral Arizona College SBDCCasa Grande; also San Tan Valley (19)(520) 494-6610Jim Rhodes, Center DirectorWinner: Studio 3 Beauty Designs626087Maricopa Community Colleges SBDCPhoenix; also Mesa (12), Scottsdale (14), Surprise (13)(480) 784-0590Mark Engle, Center DirectorWinners: Sentinel Fence, Sokikom, W.J. Maloney PlumbingHolbrook871717111912289Prescott180Sierra Vista392Funded in part through a CooperativeAgreement with the U.S. SmallBusiness Administration

FAST FACTSFAST FACTSViningFuneral HomeSentinelFence LLCSentinel Fence LLC —Scottsdale, AZVining Funeral Home —Safford, AZType of Business:Funeral ServicesOwner:Sharon HamiltonOwners:Mark and Ruth ViningAddress:1012 S. 2nd Ave.,Thatcher, AZ 85552Phone:(928) 428-4000Website:www.viningfuneralhome.comBusiness Began: 2009Employees at Startup: 3/2Employees in 2010: 4/3Families Served First Year(2009): 24Families Served 2010: 110Startup Capital: 1.2 millionSource of Initial Capital: CITBank 7(a) Loan, Personal AssetsSBDC Counselor:Michael Fox(former Center Director)Eastern Arizona College SBDC(928) 428-8590Type of Business:Fencing ContractorVining Funeral Home staff, Back Row (L to R);LaMar Skinner, Nette Griffin, Jerry Hoopes, Jan McBride,Josh Halverson, Ruth Vining (Owner); Front Row (L to R):Johnathon Stailey, Mark Vining (Owner).Vining Funeral Home owner Mark Vininghas always had an understanding of what it means totake care of people.As a clean up boy in a small town meat market inrural Indiana, Vining would come in before the suncame up and stay late into the evening. “ I wantedto make sure that things were just right for ourcustomers,” he explained.As an adult, Vining went to mortuary school inDallas and worked in the funeral service industry inthe Gila Valley for nearly a dozen years. He broughthis philosophy of hard work and personal servicewith him.In 2006, Vining began working toward his goal tobring his philosophy for funeral service to the area.“We thought that there was a need in the market andwe took a leap of faith,” he said. It was Vining’s firstventure as a business owner.Knowing that capital would be crucial to hiscompany’s success, his wife, Ruth, kept her job as ateacher and Vining sought outside expertise to ensurethat the business got off to a strong start.From the initial planning phases, Mark workedwith Michael Fox at the Eastern Arizona CollegeSBDC, who offered input and suggestions. “Ourbiggest obstacle was getting the money needed totake the business from paper to reality,” Vining said.The SBDC provided direction and helped identify andexplore opportunities for funding.“We would not have received our start-up loan andhad the blessing of serving the community withoutthe SBDC,” Vining noted. “Mike Fox was a greatresource and a great sounding board.”“I am very grateful for their assistance,” he said.In 2009, the Vinings opened their newly built8,500 square foot facility — the first of its kind innearly 50 years in the Gila Valley — and ViningFuneral Home was born. Since opening, ViningFuneral Home has served hundreds of families inGraham and Greenlee counties.Vining credits the quality of his staff (who arereferred to as caregivers) for the company’s success.“If the people around you believe that they are beingtaken care of by you, then they will take good care offamilies,” he said.Vining offers this advice to other new businessowners: “I don’t know if there’s such a thing as toomuch capital,” he stressed. “Plan, plan, plan andmake sure that you have enough capital.”Sharon Hamilton had to overcome a lot ofobstacles to build a successful fencing business.Hamilton and husband Rick started their companyin response to an opportunity to provide fencing forthe federal prison system. He had worked for a largefencing contractor. She was a school administratorwith several years of management experience. Itseemed like a good start.The company’s first contract led to other largeindustrial projects, including fencing at Tempe’sDiablo Stadium and contracts at correctional facilitiesacross the country. “Our advantage was that we weresmall and maintained a low overhead and we couldmobilize any place in the country,” she noted.Challenges slowed the company’s fast start.Rick became ill and Hamilton was forced to runthe company mostly on her own and often whileaccompanying her husband for treatments. Becomingcertified for government contracting claimed evenmore of Hami

Development Center's (ASBDC) national Accreditation Committee is one example of how the AZSBDC is playing an increasingly important role in small business development at both the state . Cochise College SBDC Cochise College, Sierra Vista Central Arizona College SBDC Central Arizona College, Casa Grande Eastern Arizona College SBDC